REGIONAL ENERGY SOLUTIONS BUSINESS DEVELOPMENT MANAGER
Siemens
Total des années d'expérience :22 years, 3 Mois
At the center of events, I am the one who analyses and identifies new markets and segments for developing energy solutions business in Qatar and Middle East - including but not limited to: ELV, LV, and MV power distribution and protection solutions and systems, power quality and reliability solutions and products (ex. Switchgears, Power and Control Transformers, Control Systems, power interrupters (CBs), surge and lightning current protection, power monitoring, power quality correction, UPSs etc.). Also developing energy solutions for renewable energy plants (ex. Power Inverters). I am also the one who is securing the sales wins on projects by defining and implementing marketing and sales strategies, as well as understanding the purchase and specification processes of the potential clients, providing my product and service knowledge to the customers influencing their specifications and final decision making, Actively contribute in customer events planning, trade shows, and technical workshops, exhibitions or conventions, speeches at events, and lobbying and networking. Collaborate with internal work groups and share intelligence and market information. Securing customer advantages and benefits, as well as managing white spot analysis, are also parts of my agenda.
In this highly visible role, I am working proactively as well as cross-functionally and have close collaborations with colleagues and customers - all ensure alignment, efficiency and effectiveness throughout the organization. With my expertise knowledge, I am having a great impact on the development of the company's business.
• Achieved three different company factories prequalification into the biggest LNG exporter company in the world in a very short time (1 Month).
• Developed €500M 5 years pipeline strategy in my first year, diligently realised over €100M within 1.5 years.
• Successfully built close relationships with all levels in the clients organizations, specially the decision makers, business owners, and C-Levels.
• Led communication and influences with all relevant parties (e.g. engineering consultants, system integrators, EPC’s, end users ...)
• Complete market coverage locally and regionally with inside information and complete key players map for big clients
• Customer satisfaction all the way of the pre and post sales process
• Ensure budget and profitable growth targets are achieved.
• Ensure that the organization reach the target on orders. (100MEuro/Year)
Directed and oversaw the organization's sales policies, objectives and initiatives. Sat short- and long-term sales strategies and evaluated effectiveness of current sales programs. Recommended product or service enhancements to improve customer satisfaction and sales potential.
Led and directed the work of others. Demonstrated a wide degree of creativity and latitude. Successfully understood what motivates customers to buy and know how to tap into their needs and desires in an effective way.
• Determined annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results
• Established sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products
• Implemented national sales programs by developing field sales action plans
• Maintained sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators and competitors
• Maintained professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
• Contributed to team effort by accomplishing related results as needed
• Planned to ensure achievement of divisional and personal target, aligning with company sales policies and strategies
• Managed, developed, coached, controlled and motivated the sales force to develop their skill to ensure that a high professional standard is achieved and monthly sales target and KPI target are met
• Ensured targets are delivered through people management, performance review, reward and individual recognition
• Assessed the strengths and weaknesses of the sales team and manage the sales program accordingly
• Provided on-the-ground support for sales associates as they generate leads and close new deals
• Met with customers to discuss their evolving needs and to assess the quality of our company's relationship with them
• Developed and implemented new sales initiatives, strategies and programs to capture key demographics
• Provided daily report of field sales success and communicate VOC data to superiors
• Sold to existing and potential direct accounts as well as provided sales support to distribution partners to participate in closing and order or to facilitate and add value to the selling process
• Continually developed knowledge of the business climate, applications and competition for my defined geography and accounts
• Developed, maintained and executed a territory plan
• Continually assessed current business distribution channels, developed and evaluated their performance and managed conflict ensuring alignment with territory plans
• Maintained data relative to partners, accounts and activities and well documented customer interactions
• Prepared reporting as needed
Identified business opportunities that align with the company Business Strategy, particularly aligned to my own region. I was responsible for developing appropriate relationships with external parties to help develop opportunities and winning submissions, secure work by value and type to meet company objectives to develop customer solutions and prepare responses. My role also involved overseeing all quality, technical and commercial aspects in accordance with company procedures, developing “best practice” systems and processes and implementing them.
Formulated tender documents, including cost summary sheets, risk assessments, and approval documentation. Delivered completed tender proposals to meet customer deadlines. Analysed and managed customer’s enquiry process into accosted workable solution. Served as company's internal contact point for customers during enquiry and bidding processes.
• Studied, analysed and evaluated tender documents from a business and technical point of view in order to identify key differentiation and risk factors
• Clarified bids conditions and managed tenders preparations
• Successfully led and contributed in cost and price calculations
• Coordinated tender reviews and deadlines and adjusted them to the frameworks given by the customers
• Worked in a team with Business Developers and Solutions Designers, in order to find the best solution for each proposal
• Reviewed and proposed new business models to guarantee proposal success
• Kept liaison with Project Managers for the on-site actual execution of projects and lessons learned to be able to prepare future competitive tenders
• Created standard processes and tools to develop reusable solutions in order to improve tendering productivity
• Continuously updated proposal KPIs database
• Gained ability to conduct professional technical presentations/trainings on how the company’s products and services can meet the customers’ needs.
• Attained exceptional skills to attend resultant calls for negotiations with the customer and convert opportunities into purchase orders.
• Prepared tender documentation including cost summary sheets, risk assessments and approval documentation.
• Submitted completed tender proposals to meet customer deadlines.
• Completed tender follow-up and negotiations.
• Reviewed and managed the customer’s enquiry process into accosted workable solution.
• Acted as the company's internal contact point for the customer during the enquiry and bidding processes.
• Attended resultant calls for negotiations with the customer and converted opportunities into purchase orders.
• Conducted professional technical presentations/trainings on how the company’s products and services can meet the customers’ needs.
Analysed and revised technical findings to determine source of problems; recommended repair, replacement, and other corrective actions. Maintained records of field service reports, assisted and supervised electrical systems installation along with commissioning and startup.
• Preparing, scheduling, coordinating, and monitoring assigned engineering projects.
• Interacted with clients, interpreting their needs and requirements, and representing them in the field.
• Performed quality control tasks on schedules, plans, and personnel performance and reporting on the project's status.
• Cooperated and communicated with the Project Manager and other project participants and collaborated with Senior Engineers to create more efficient project methods and to maintain the project's profitability.
• Reviewed the engineering tasks and initiated the necessary corrective actions.
• Developed specifications for the project's needed equipment.
• Created frameworks to measure the project's metrics and data collection.
• Established field test methods and methods for monitoring the quality of those tests.
• Ensured the project's compliance with the applicable codes, practices, policies, performance standards, and specifications.
• Communicated with clients to determine needs and explain complex issues
• Conducted research and studies on site
• Managed field activities and implemented engineering designs
• Diagnosed construction and machinery problems
• Resolved malfunctions and other crises when they arise
• Oversaw repairs and technical improvements
• Inspected and tested materials and machinery for safety
• Ensured proper maintenance of onsite equipments and systems
• Supervised and directed onsite crew (e.g. technicians & engineers)
• Drafted and submitted technical and site statistical reports
• Valuated electrical systems, products, components, and applications by designing and conducting research programs; applying knowledge of electricity and materials.
• Confirmed system's and components' capabilities by designing testing methods; testing properties.
• Developed electrical solutions by studying customer requirements.
• Prepared product reports by collecting, analyzing, and summarizing information and trends.
• Provided engineering information by answering questions and requests from top management and clients.
• Kept equipment operational by following manufacturer's instructions and established procedures; requesting repair service.
• Maintained product data base by writing computer programs; entering data.
• Completed projects by training and guiding technicians.
• Maintained professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
• Performed advanced electrical components repair and replacement, and troubleshot power and control systems at advanced level.
• Professionally analysed and revised technical findings to determine source of problems, and recommends repair, replacement, or other corrective action(s).
• Performed advanced electrical components repair and replacement, and trouble shoot power and control systems at advanced level, coordinates problem resolution with engineering, customer service, and other personnel to expedite repairs.
• Managed sites by maintaining records of Field Service Reports, assist and supervise electrical systems installation, commissioning and startup.
• Studied Power Systems Quality by Measuring, Analysis and Reports, and suggestion of the proper solutions for enhancing the Power System Quality based on professional and detailed technical harmonics and power factor reports.
• Effectively managed maintenance operations and schedules.
• Designed Motor Control Centers and assembled it in the workshop with technicians
• Designed and Implemented HVAC BMS systems, including designing of the RTU and programming of the micro controllers and PLCs.
• Gained excellent ability to use AUTOCAD in drawings of the single line diagrams, wiring diagrams, and schematic diagrams, I also worked in designing Air Handling Units MCC's and Control circuits and also for Chillers systems, Boilers, Fan Coil Units, Pumps, and Exhaust Fans. This includes Valve Sizing, Sensors, Switches, and Controllers.
• Successfully Commissioned and started-up BMS systems, SCADA systems, and power systems.
• Performed engineering and design duties which require application of engineering principles and knowledge of substation design.
• Created and modified design documents and drawings for existing and new projects, including one-lines, three-lines, control schematics and wiring diagrams, relay panel arrangements and specifications, conduit and cable sizing/routing, and generating bills of material.
• Worked with project team to fully develop system integration of protection, control, and monitoring systems.
• Performed basic calculations such as relay burden, voltage drop, and short circuit calculations.
• Performed relay coordination studies and prepare relay settings.
• Effectively communicated and coordinated project activities with managers, clients, and third parties.
• Performed basic design for auxiliary AC and DC power systems
• Worked with project team to develop SCADA systems and communications interfaces between different protocols.
Focuses on organisational design, development and performance as a strategic response to the modern business environment. You will be introduced to the concepts underlying new forms of organisation designed to enhance competitive position and improve performance and growth. In particular, strategic organisation is explained in the context of the special demands and opportunities presented by the global economy and advances in technology. Additionally, this module includes introductory information on academic integrity, citing, referencing, and participating in discussions that will aide you throughout your programme.
Preparation for Project Management Professional Degree
5 Years. Power Electronics, Electric Drive, Measurement Instrumentations, Power System Analysis, Power System Protection, Power System Planning, Reliability, Quality Control, Engineering Statistical, Materials Science, Electric Machine, Control and Automation.
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